Account Executive - Cloud Service Providers

This role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an HPE office. Who We Are Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE. Job Description HPE CloudOps is seeking a high-performing, strategic Account Executive to build and grow business with leading global Cloud Service Providers (CSPs), Managed Service Providers (MSPs), telecommunications providers, and hosting partners. This role is designed for a senior seller who understands how providers create, launch, sell, and operate recurring managed services—and who can turn the HPE CloudOps portfolio into scalable provider-led revenue. As a core member of the global CSP go-to-market team, you will own a named portfolio of strategic providers and lead the full relationship across executive alignment, joint business planning, service creation, commercial execution, pipeline development, launch, adoption, and expansion. You will orchestrate HPE Morpheus, HPE OpsRamp, and HPE Zerto as one CloudOps platform strategy that helps providers provision, observe, automate, protect, and recover customer workloads across hybrid cloud environments. This is not a traditional one-time software resale role. Success requires embedding HPE CloudOps into the provider’s service catalog, seller motion, delivery architecture, and downstream customer value proposition. In This Role, You Will

• Own a portfolio of strategic CSP and MSP accounts, including approximately 4–8 Tier 1 providers and selected Tier 2 growth accounts based on geography, market potential, executive access, and platform fit.
• Create and execute joint business plans that establish shared revenue targets, solution priorities, investment commitments, enablement requirements, routes to market, and executive governance.
• Build provider-led managed services by translating Morpheus, OpsRamp, and Zerto capabilities into packaged, priced, repeatable, and supportable service offerings.
• Generate and convert pipeline through provider sellers, co-marketing campaigns, lighthouse customers, direct customer pursuits, and expansion within the provider’s installed base.
• Lead complex commercial engagements across global and regional stakeholders while maintaining clear ownership, forecast discipline, and transparent revenue attribution.

What Success Looks Like You are a builder and an executive seller. You can establish credibility with a provider’s CEO, CRO, CTO, product leaders, managed-services executives, and field sellers; create a compelling business model; and mobilize HPE’s matrixed resources to launch and scale a new service. You combine strategic thinking with operating discipline and are accountable for measurable bookings, recurring revenue, pipeline, provider activation, consumption, renewals, and multi-product attach. Management Level Overview – Strategic Global Account Leadership This role requires advanced expertise in complex enterprise software sales, partner business development, and cloud service provider operating models. The CSP Account Executive will manage multi-dimensional opportunities that span product strategy, service creation, architecture, commercial terms, sales enablement, customer acquisition, and long-term consumption growth. You will operate with significant autonomy and serve as the global account leader for assigned providers. You will influence cross-functional teams across regional sales, solution engineering, product management, marketing, finance, legal, services, customer success, and executive leadership. You will also coordinate country and regional account teams to ensure that global strategy is centrally orchestrated while opportunities are locally executed and appropriately credited. The role frequently represents HPE CloudOps with senior provider executives and industry stakeholders. It requires sound judgment, executive presence, high emotional intelligence, commercial creativity, and the ability to influence without direct authority. Key Responsibilities – CSP Account Executive | HPE CloudOps: As the senior account owner for a named CSP portfolio, your responsibilities will include:

• Own the end-to-end account strategy for assigned providers, including a 12–24 month growth plan, stakeholder map, whitespace analysis, competitive strategy, opportunity roadmap, and investment priorities.
• Develop and govern joint business plans with clear executive sponsors, revenue goals, service-launch milestones, enablement commitments, lighthouse targets, and quarterly business reviews.
• Lead full-cycle sales execution from proactive prospecting and value-based qualification through solution alignment, business case development, negotiation, contracting, booking, adoption, and expansion.
• Create repeatable provider offers that integrate HPE Morpheus for hybrid cloud management, HPE OpsRamp for observability and AIOps, and HPE Zerto for cyber resilience and disaster recovery.
• Engage and influence C-level stakeholders by connecting HPE CloudOps capabilities to provider outcomes such as new recurring services revenue, operating efficiency, faster service delivery, customer retention, resilience, and margin expansion.
• Build and maintain qualified pipeline coverage through provider-sourced demand, co-sell motions, marketing programs, direct pursuits, and partner ecosystem leverage.
• Orchestrate global and regional resources across sales, presales, product, marketing, services, customer success, finance, legal, and channel teams to deliver a consistent account strategy.
• Drive provider enablement and launch readiness including seller training, technical certification, packaged demonstrations, service blueprints, pricing, support models, and field activation.
• Establish lighthouse customer wins that validate the offer, create referenceable outcomes, accelerate provider confidence, and support broader market replication.
• Maintain rigorous forecast and pipeline governance using HPE CRM and inspection processes, MEDDPICC qualification, documented next steps, risk management, and executive escalation when required.
• Track adoption, consumption, renewal, and expansion to ensure that booked business becomes durable recurring revenue and grows across the provider’s customer base.
• Represent the voice of the provider to influence product roadmap, packaging, pricing, integration priorities, support requirements, and go-to-market investments.
• Education and Experience Required
• Bachelor’s degree or equivalent relevant experience required; an advanced degree or industry certifications are a plus.
• 10+ years of enterprise technology sales or business-development experience, with at least 5 years selling to or through CSPs, MSPs, telecommunications providers, hosting providers, or strategic channel partners preferred.
• Fluency in English and the local language will be required
• Demonstrated success achieving or exceeding significant annual quotas in complex, multi-stakeholder software, SaaS, hybrid cloud, infrastructure, or managed-services environments.
• Proven experience creating a new business or service with a strategic partner, including joint planning, commercial modeling, enablement, launch, pipeline development, and scale.
• Established ability to engage senior executives and lead consultative, outcome-based conversations across business, product, sales, operations, and technology stakeholders.
• Experience managing long, complex sales cycles and coordinating global and regional teams across technical presales, services, customer success, finance, legal, product, and marketing.
• Working knowledge of MEDDPICC, Challenger, or a comparable enterprise sales methodology, together with strong CRM, forecasting, and inspection discipline.
• Ability and willingness to travel globally as required to support executive engagement, joint planning, launches, and strategic pursuits.
• Knowledge and Skills
• Deep understanding of CSP and MSP business models, including managed-services economics, recurring revenue, service catalogs, consumption, attach, channels, and downstream customer acquisition.
• Strong knowledge of hybrid cloud operations, cloud management, observability, AIOps, automation, FinOps, data protection, disaster recovery, cyber resilience, and IT service management.
• Ability to position the HPE CloudOps portfolio as one integrated platform strategy, while understanding where Morpheus, OpsRamp, and Zerto create distinct and combined provider value.
• Expertise in strategic account planning and executive selling, including stakeholder mapping, value articulation, commercial negotiation, governance, and multi-year relationship development.
• Proven partner and ecosystem leadership, with the ability to align provider executives, provider sellers, HPE account teams, distributors, GSIs, ISVs, and technology alliances around shared outcomes.
• Strong business and financial acumen, including the ability to build provider business cases, revenue models, investment plans, pricing strategies, and margin-based value propositions.
• Excellent communication, storytelling, and presentation skills, with the ability to translate complex technical concepts into provider economics and business outcomes.
• High level of sales discipline and operational rigor, including accurate forecasting, pipeline hygiene, opportunity qualification, mutual action planning, and executive deal inspection.
• Builder mindset and comfort with ambiguity, with the initiative to create structure, offers, routes to market, and pipeline where the motion is not yet fully established.
• Collaborative leadership and influence without authority, with the ability to mobilize a matrixed global organization while maintaining clear accountability and urgency.

Measures Of Success

• Revenue performance: bookings, ARR, renewals, expansion, and consumption growth across the assigned provider portfolio.
• Strategic coverage: approved joint business plans and active executive governance for 100% of assigned Tier 1 providers.
• Pipeline health: at least 3× qualified pipeline coverage with clear provider-sourced and HPE-sourced attribution.
• Service activation: number and quality of launched CloudOps managed services, enabled sellers, certified technical resources, and activated routes to market.
• Market proof: lighthouse customer wins, referenceable outcomes, repeatable use cases, and downstream customer adoption.
• Portfolio expansion: multi-product attach across Morpheus, OpsRamp, and Zerto, with a target of 50% or greater across priority Tier 1 relationships.

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